Partners Are God, How Do We Get Him?

Recently, I received a reader. E-mail A very good question has been raised. She wrote in the letter: "the way customers treat us makes me depressed..." They always put on a "God" look, hoping that we would be obedient like servants. They are arrogant and rude, and often say, "if I pay, you have to do what I say." Such words. What should I do to change this customer relationship? "

These are common occurrences in areas where partners are regarded as suppliers and old business models. In this business mode, customers are God, and service providers are treated as obedient servants or even slaves. When I was young, I used to be a business manager in an advertising company.

I remember that once a client was a multinational company, the company always held the attitude of "calling at the same time to go away" to our partners, often asking for too many requests, and giving the task time too short. We always hoped that we could create miracles. We usually try our best to meet their requirements, but we have never heard a word of "thank you". Once there is half a difference or we can not catch up with the progress of the customer's request, we will be scolded. In fact, I learned this in my office on the first day when I approached the customer. At that time, I was taken by the guard to the door of my office. He told me to sit on a stool and tell me, "wait here for a while, wait for you when the leader needs." Obviously, the former agents were trained to lose their temper by this customer, and the next time they sent people patiently to sit on stools and wait for "God" to call on them.

　　 Five key points of turning God into a partner

Of course, I refuse to accept this model and start a long period of effort until clients are regarded as real partners, not just suppliers. In retrospect, it was a very good learning experience, and I learned a lot from it. It can be used many times in the 30 years of customer service consultant career. In my view, there are five main points to turn "God" into a partner: anyone can do it.

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　 Don't kowtow to your knees.

If you bow and scrape, others will not take you seriously. If you put your customers in the air and bow in front of them, they will not be pleased if you are scared, so customers will naturally despise you. Why? Because your behavior conveys the message: "I am nothing but a humble service provider, and you are the God of wealth." Perhaps you have seen other people so humble in front of their God, and perhaps someone told you: "this is our life, only in this way can we live." If that's the case, all you hear is bad advice.

In fact, it all depends on you. Your words and manners should be respected by others. If we fail to do this, we will not get respect. How you treat yourself, what others will do to you. So don't teach others how to disrespect you. From now on, change the way you look at yourself: you know, everyone's self-worth is the same, no one is more noble, no one is more humble. A person's own value does not come from his title, salary or experience. It is a gift that you can't afford to lose when you are born. I believe that I have a unique talent, can affect others, then head high and be upright.

"You yourself... It's more important than what you said. " Ralph Waldo Emerson. Remember: no one can despise you without your permission.

　　 Think of customers as people like you.

Like you, customers are people. No matter what position, age, experience or power, customers are just ordinary people. They have family, worries, stress, hopes and dreams. What you want, they want too. They also experienced joys and sorrows. When you treat a client as "God", you abandon their humanity. Starting today, treat your customers as "ordinary people" and relocate your customers in the right relationships. To understand them in real life, understand what they value and worry about, and try to help. They are just ordinary people who have shortcomings but strive to be the best.

Remember, don't take it to yourself! They're not targeting you! Even if they are rude, distant and indifferent, so what? It's just their business. It's none of your business. All adults know this. Too much care only means that you feel the world is revolting around you. This is not the case, so get rid of this.

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　 Focus on interpersonal relationships instead of "trading".

Do you often think of customers as cash machines or just stare at the money that is done at the time of the transaction? This idea is quite common. If in your eyes, "getting orders" and "making money" are synonymous with customers, they behave like God! After all, you obviously do not regard them as human beings, but like others, thinking about how to make money from them or make a profit. If you want them to see you as a partner, you should take it as a part of your long-term cooperative relationship and treat them as customers. Most people only use their lips. Their actual actions fully show that they have not worked hard to achieve a win-win situation. How much do you know about those closest to you? The answer is: you know each other very well. Why can't you do this to your customers? Because you do not see them as potential friends or long-term partners.

　　 Building common ground

We will know everything about our customers as a career, including personal experience, including the date of birth, family members, favorite sports, appreciative celebrities, hobbies, favorite books, favorite movies, favorite foods, things we do not like, dreams, wishes and goals.

After understanding these information, you can find common ground, and then Customer sharing 。 If not, please do not forge common ground. Lies will eventually be seen through. To build common ground, truth is the key. The establishment of common ground can be done at private meetings, such as lunch, dinner or even a cup of coffee. This does not mean that you need to take your customers out to get drunk. In fact, these occasions are hard to share with customers. However, through a sincere request that you want to know their wishes, you can clearly convey the signal that you care about them, and that you want to integrate into them and understand them. Sharing your personal experience can change the way they look at you.

Learn to sort out a piece of information from customers' information and review them before each meeting or call. With a dialogue with customers, they feel every time that you do not simply treat them as transactions, and you have something in common. This is the secret of establishing a tacit relationship. In a tacit understanding state, two people can easily reach a harmonious situation. The more tacit understanding is, the less chance the other side will become "God".

"People are willing to do business with people they like, and they often like people who are similar to themselves" - Anthony Robin.

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　　 Listen to your heart, not just to your ears.

Many people will not listen. Why? Because they are busy thinking about what to say, or preparing to argue, or fight back, or "prove their arguments right". This is very sad, and it is almost the crux of all the problems. You can grasp all the opportunities with your customers and change your listening ability by learning to listen to the needs of your customers wholeheartedly.

Pay attention to their facial expressions; listen to their intonation; listen to their breathing frequency; listen to their emotions; listen to deeper questions and concerns; listen to requests for help; listen to find the possibility of making contributions. This way of listening requires practice, and no matter who it is, it is easy to learn if you are willing to let go of yourself and open your heart to the whole of others. The more times you practice, the easier it is to do it.

In fact, the most powerful way to influence others is to listen, not to tell. At the same time, when you speak, you will hear what is heard in your statement.

Remember: never assume that you have understood! Always say, "thank you for sharing." I don't know if I understand it correctly. " Then repeat them as much as possible in their own language. Facts have proved that using their language to reply is another way to establish a deeper understanding and trust. When you do this, you will often find that you do not understand it, which will prevent you from making a big mistake.

　 Why spend time to turn God into a partner?

If you tell yourself, "easier said than done," that's true. Interpersonal relationship It has never been easy. (welcome to earth!) why spend time to turn God into a partner? When you achieve this change, you will get the following benefits:

When you become a trustworthy consultant rather than a supplier, there will be a steady stream of business opportunities.

You can get personal satisfaction from the real connection between people.

Long term cooperation can bring deep learning opportunities.

Self confidence in building a good interpersonal relationship. Even if the other side is "God".

The last philosophy: "unless people know how much you care, no one will care how much you know." Eleanor Roosevelt.